Area Sales Manager
At Zimmer Biomet, we believe in pushing the boundaries of innovation and driving our mission forward. As a global medical technology leader for nearly 100 years, a patient’s mobility is enhanced by a Zimmer Biomet product or technology every 8 seconds.
As a Zimmer Biomet team member, you will share in our commitment to providing mobility and renewed life to people around the world. To support our talent team, we focus on development opportunities, robust employee resource groups (ERGs), a flexible working environment, location specific competitive total rewards, wellness incentives and a culture of recognition and performance awards.We are committed to creating an environment where every team member feels included, respected, empowered and recognised.
What You Can Expect
The primary objective of the Area Sales Manager is to ensure attainment of sales objectives by maximizing the effectiveness and productivity of Sales Representatives.
The Area Sales Manager is responsible for overseeing the implementation of the assigned cluster sales strategy through the provision of leadership and direction to the Sales team, ensuring that they have the necessary resources and skills to impact surgeons’ use of Zimmer Biomet products.This responsibility involves a significant amount of time spent coaching and developing individuals through regularly scheduled field visits & other coaching activities, as well as ensuring that Sales Representatives are appropriately trained in the technical and interpersonal aspects of their role.
The Area Sales Manager should possess a strong working knowledge of Zimmer Biomet and competitor products. With accountability to maximize market potential within an assigned geography, Area Sales Managers have the responsibility to set performance goals for Sales Representatives and to monitor performance on a regular basis.
As a management role within the sales arena at Zimmer Biomet, Area Sales Managers act as a liaison point between the Sales Representatives and the various internal departments (e.g., Marketing, Finance, Operations) whose work impacts or is impacted by field activities.As a conduit of information to and from the field, Area Sales Managers must facilitate Sales Representative recognition and understanding of how changes in the industry, customer environments, or within the larger Zimmer Biomet organization affect their approach to selling.
As a way of maintaining high motivation and commitment from the sales team, the Area Sales Manager must at times act to transfer information from Corporate, translating it into terms that can be easily understood and accepted by the Sales team.
How You'll Create ImpactKey Results Areas Activities Ways to Measure Accomplishments
People Management (60%) Coordinate and direct sales team to achieve annual, team and territory targets Activity targets achieved as per sales plan
Regularly coach and appraise Sales Representatives Field assessment records, feedback from Sales Representatives
Monitor performance objectives regularly Monthly performance reviews
Coach, motivate and address underperformance KPIs, feedback from team and Area Sales Managers
Recruit to fill vacancies within timelines Competency-based interview assessment
Induct, train and onboard new Sales Representatives Training completion, onboarding milestones, certification within 90 days
Align and track annual goals and objectives Quarterly performance reviews
Establish Individual Development Plans (IDP) Performance and development discussions
Ensure training needs are met Completion and application of training programs
Sales Management (30%) Analyze sales results and identify trends Monthly reports and presentations
Share sales and customer reports Timely distribution to team
Manage customer relationships and service quality Customer surveys and feedback
Identify business opportunities and trends Monthly reports to management
Collaborate with peers on sales initiatives Manager feedback
Develop customer solutions aligned with strategy Action plans and reports
Coordinate with internal teams for resources Reports and stakeholder feedback
Attend product training and share learnings Development plan and knowledge sharing
Ensure distribution of marketing materials Feedback from Product/Marketing teams
Admin (10%) Complete reports and expense submissions Timely submission and approval
Coordinate meetings and events Feedback from participants
Ensure effective communication Timely delivery, team feedback
Ensure compliance with policies and regulations Zero policy breaches
Follow up on administrative tasks and reporting Reports submitted on time
What Makes You Stand Out
Competency Definition Key Behaviors
Customer Focus Prioritizes customer and market needs Understands needs, maintains relationships, drives improvements, aligns decisions to customer impactIndustry Knowledge Strong understanding of products and market Understands products, competitors, and industry trends; engages effectively in medical environments
Driving Results Delivers outcomes with accountability Takes ownership, tracks performance, solves problems, ensures high-quality execution
Managing Processes Plans and executes effectively Sets clear goals, manages resources, mitigates risks, coordinates across teams
Leading with Vision Inspires and guides teams Communicates vision, motivates team, acts decisively, aligns goals with business direction
Strategic Thinking Identifies and prioritizes opportunities Analyzes trends, prioritizes actions, addresses risks, aligns with global strategy
Teamwork Collaborates across functions Works cross-functionally, shares best practices, resolves conflicts, supports team goals
Communication Adapts communication effectively Builds rapport, listens actively, resolves conflicts, adapts across cultures
Analytical Thinking Uses data for decision-making Analyzes information, asks critical questions, draws logical conclusions
Continuous Learning Drives self-development Seeks feedback, improves skills, adapts to change, applies new knowledge
Talent Management Builds and develops teams Hires effectively, assesses talent, supports succession planning
Coaching & Development Develops team performance Provides feedback, mentors team, supports growth and performance improvement
Accountability Ensures performance delivery Sets expectations, tracks progress, addresses performance gaps
Your Background
Education/Experience Requirements- - Diploma/Degree in Business Management
- At least 5 years medical device sales and/ or sales management experience.
- Demonstrated experience in managing a sales team within the medical industry
- Experience in analyzing sales data and interpreting trends, implications, etc.
- Experience in developing, coaching and managing direct reports.
Travel Expectations
Local up to 70%. Overseas travel as and when required.
EOE/M/F/Vet/Disability